German Public RfP Process
Tenders from German public authorities (government, states, cities,
governmental companies) are based on a very formal process. If one prerequisite is missed, a bidder
will instantly be excluded from the process. If all prerequisites are
met, the filled quotation sheet will be analyzed by the buyer.
The RfP documents often define questions in 3 different
In this category are requirements that have to be met.
If the requirement is that the project manager has to speak German
fluently and you reply 'no' with emphasizing that you offer a 30% price
reduction as compensation, you are out of the race. It is not important
whether or not you are excellent in all other topics or offered by far
the best price. If you do not meet a single A-criteria your entire
proposal becomes invalid.
Therefore this topic is quite simple: You have to
provide the answer 'yes' to all A-criterias or otherwise you should not
send in a quotation. Save the time and invest on other bids.
In this category you usually have to provide answers
describing something that can be appraised by the buyer. He will assign
a certain number of points and in the end the price and the points
collected through these B-criterias will identify the winner (usually
something like price devided by collected points). Buyers usually write
that they will decide for the most economic proposal. This devidion of
price through collected points is ment by this.
In category I you have to provide information. If you guarantee
something here, it will be binding for you. But you will not receive a
single advantage by doing so. If a certain information is requested and
you do not provide the information, it will be negative for the bidder
and can lead to be excluded from the process. But a different
description cannot receive more points than yours as there are no
points for this category.